KEY FINDINGS

The top 15 cities in developed markets have a growth potential over 3X that of their emerging market counterparts. While absolute dollar growth of shopper spending in emerging market cities is 37 percent higher than in developed market cities, the opportunity is more concentrated in developed markets.

When city shoppers are not offered their own journey map, they migrate to a competitor who will give it to them. The city route-to-market needs to be fine-tuned to liquid shopper expectations, cater to the abundance of physical and digital fulfillment options, and differentiate a company from its competitors.

City shoppers want holistic consumer experiences. City shoppers were early adopters of replenishment subscription-based shopping, ecommerce and other new business models. Globally, city shoppers are more than twice as likely as suburban/rural shoppers to adopt new business models as their dominant or secondary way of purchasing.

RECOMMENDATIONS

Understand the city shopper journey map. Develop a dynamic shopper experience model based on needs specific to city shoppers. Remember that the diversity inherent in a single mile in a developed market city can far surpass that of many suburbs.

Build capabilities that support executing a city-specific strategy. Establish a salesforce coverage model that targets micro geographic segments, including means to identify “hot zones” with a high concentration of stores and purchasing power.

Partner with providers who can deliver the experience your city shopper wants. Partnerships serve to provide new ways to reach and fulfill the needs of your shopper.

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